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Roopal Shah

Roopal Shah

Head (VP) of Global Sales Enablement, Snowflake

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Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
I'm a big fan of Nancy Duarte's work and her book Resonate. It speaks a lot to what a good narrative should be for any presentation.   With that said, Enablement is a lot about teaching - so how you present to a customer is not necessarily how you present to a seller. For sellers, I put my tea......Read More
2750 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
Good question - to have to pick is tough but if I must, here are the main things I think every sales rep needs in their bag to be successful:  (1) First Call Deck / Pitch Deck  (2) Competitive Battlecard(s) (including how to place traps / how to arm against competitor's traps - shields/swords......Read More
2549 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
Your CMS (content management system) should have some sort of archiving parameters in place that should remind the PMM team when things get stale. With that said, all the reminders in the world won't matter if people ignore them, so I recommend you also have a "librarian" of sorts manage your c......Read More
2256 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulate Value - what is the customer getting for paying more? What are the benefits they would gain with this?   (2) Teach them to ......Read More
1871 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
I love Agile practices for this...my teams have always followed a process of Intake prioritization, and constant backlog grooming to feed a roadmap. A roadmap typically is a combination of the absolute must haves (e.g. events like SKO or infratsructure projects like getting an LMS in place or ......Read More
1711 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementJanuary 9
For us the Corp Marketing team is accountable for brand, demand generation, creative, and communication (PR/AR/etc.) along with execution of programs (e.g. project management on campaigns or tradeshow/event work). The content however comes from Product Marketing to deliver in these programs and e......Read More
1660 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
My biggest challenge is working with all the other groups vying for seller attention and helping them approach it with empathy and working for the greater good, versus what they think is best. But the responsibility here isn't all on them - enablement has a responsibilty to also present the full ......Read More
1611 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
Work with your enablement team! And like with a lot of things these days, you're competiting for their attention - why should they listen to you? What's in it for them as sellers? What do they get if they listen to you on this topic?  Also, work with sales leadership and have some street cred ......Read More
1418 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMay 18
Balance is always tricky. At the end of the day, it's about getting others to understand why you think this is important versus over the stuff and also understanding that bandwidth - whether it's yours as the content creator or the seller's as the content consumer - is finite, so prioritization i......Read More
1368 Views
Roopal Shah
Roopal Shah
Snowflake Head (VP) of Global Sales EnablementMarch 10
(1) Learn as much as you can about the product and do your research - it's really easy these days to learn the competitive differentiators of your products, read analyst reports, what customers say, how they market, etc.  (2) Be useful and humble - if you're looking for an entry level position -......Read More
1301 Views
Credentials & Highlights
Head (VP) of Global Sales Enablement at Snowflake
Top Product Marketing Mentor List
Product Marketing AMA Contributor
Lives In Fremont, California
Knows About Analyst Relations, Solutions and Platform Product Marketing, Establishing Product Mar......more